The Tracy’s Sales System is well developed and intriguingly complex, with many facets to be mastered. As GGM Al Tracy always told us, to be a successful studio operator/owner, you must be a black belt in the office, as well as on the mat. The Tracy Sales System was masterful and exciting to learn.
The Tracy’s wanted to be successful, so they reached out and hired the top salesperson from the Arthur Murray’s Dance Studios, to adapt the theories of the most prominent dance studio to be implemented to a karate studio environment. This was a trail blazing idea for karate studios at the time. The top sales person was offered an incentive package to develop this sale system for the Tracy System. The sales program was very successful, and even today, the system is in place in many Tracy Studios.
As a black belt, the exciting thought was to teach karate. It was almost always taught in Reccreation Centers and YMCA’s on a part-time basis, because the instructors needed to work a regular job during the day and teach evenings and weekends for the love of the art. This was the norm before the Tracy’s decided the people could make a living from karate if using the right program. Simply said, they broke down the sales to:
- Telephone/walk-in Interviews
- Junioring – The first 5 lessons
- The close in the office/progress
As one qualified for operating a studio, they then worked on picking a location for their studio. Many things changed over the last sixty years, such as sales, location, advertising, etc. We updated all these different sections of the business system and introduced the updates at the 2012 Kenpo Super Camp, held at the Holiday Inn Convention Center in Tinley Park, Illinois, held on Saturday, June 23, 2012 and Sunday, June 24, 2012. This was during the seminar in which GGM Al Tracy and Greg Mattson teamed up to conduct hands on business training covering all phases of running a successful karate studio.
We expanded on this in the years after and allowed for operator/owners to achieve multiple locations. Nothing replaces hard work and long hours to establish a successful studio. Many will remember the many times that GGM Al Tracy unselfishly gave his time to give advice for those who called him wanting direction. He wanted everyone to succeed!
Let’s talk sales!
GGM Al Tracy started lining up Greg and Becky, to take over the sales portion of the Tracy System of Kenpo, years ago before he started to get ill. We filmed all aspects of the Tracy System of Sales and opened up a separate office space just down the street from one of our studios.
He advertised it as a Central Training Facility to be utilized during the summer, spring and fall seasons to forego the sometimes, bad winter weather conditions in the Chicago area. The plan involved having a one week business/sales training in the satellite office, then go back to our studio at night for them to see and experience a functioning studio in operation. Lots of people call and talk about opening, but are concerned about the current state of the economy and high gas prices.
If we go back to old Tracy Newsletters from the late 1970’s and early 1980’s, GGM Tracy told people, it would be good to open, as long as we stayed with his curriculum. He was right. In Chicago, we opened two extra studios in this time frame of late 70’s and early 80’s. He wrote in his Newsletters, 1978-1982, that if his ideas were followed, one could stand strong until the economy got better. He also mentioned that his curriculum sells itself.
In 2012, at our Kenpo Super Camp, held at the Holiday Inn Convention Center in Tinley Park, IL, on Saturday, June 23, 2012 and Sunday, June 24, 2012, GGM Tracy scheduled a seminar to team up with Greg to map out the much needed hands on business training to cover all phases pf running a successful karate studio. That was the beginning of the updated business training that he wanted to continue going forward.
Now we shift to 2022, with the same kind of economic conditions, maybe not quite as bad as the late 1970’s and early 1980’s. We’re going to commence to open studios, but train well and check all variables in the business/sales realm as well as keeping the curriculum strong. We proved it over the years and are confident we can help with serious business/sales training.
Call Greg or Becky with any questions or for more detailed information on the sales system. (708) 935-1840 (708) 935-6999